From guerilla to growth engine: how we built CareGo's ABM program in 9 months
A look inside the 9-month pilot that took CareGo from referral-driven outreach to a repeatable, measurable pipeline.
9
month pilot program
8,800
contacts reached at target accounts
16
avg. MQLs per month
About this case studyBefore we started working with CareGo, Kurt Fowler, Chief Commercial Officer, described their sales and marketing efforts as “guerilla-style” outreach. They had built a healthy business on industry relationships and referrals — but were ready for the next stage of the company.
We stepped in as a fully integrated member of their team to position the company as a valued advisor in the market and increase their top-of-funnel lead flow. By month 5 of this 9-month pilot program, we were creating an average of 16 Marketing Qualified Leads (MQLs) per month.
Our takeOutcomes > deliverables
The CareGo engagement worked because we didn't hand over a stack of tactics and walk away — we sequenced the work around what their team could actually absorb, and let the results tell us when to accelerate.
“Our team has always had a lot of ideas, but not a big enough team to be able to execute on all of them. I really appreciated your ability to sequence out new initiatives and implement things when the timing made the most sense.”
Kurt Fowler, Chief Commercial Officer
Hear what the CareGo team had to say
“Each piece you touched reflected CareGo's voice and culture in a way that felt really authentic - and that's really not easy to do, because that thing is moving all the time.”
Wes Jackman, Commercial Solutions Manager
“Everything you've done has set a great foundation for us to really accelerate things moving forward.”
Brian Kutchma, Commercial Manager
“I've learned a lot from you. Aside from working together on the Notion transition, you've brought me some tribal knowledge in the marketing world that I'd never touched before. You opened up a new world for me.”
Melissa Jose, Solutions Architect
“You've re-energized what we've done across the board. You set a new tone and a bar for all of us to live up to.”
Simon Loik, Brand Coordinator
Want the full breakdown?
Get the complete CareGo case study, including program details, timeline, and results.